About the role

Account Executive focusing on mid-market sales using Outreach's AI platform. Building pipeline and managing customer relationships for new revenue initiatives in medium to large organizations.

Responsibilities

Identify, research, and qualify potential new customers in your assigned territory through both outbound prospecting and inbound lead management.
Manage and prioritise a mix of inbound leads and self-generated outbound pipeline to ensure consistent coverage against your sales targets.
Build effective pipeline coverage to achieve your sales targets and goals.
Forecast deals appropriately and accurately using Outreach's forecast methodology.
Develop and deliver on account plans, using MEDDPICC Sales Methodology, to strategically increase new revenue for Outreach.
Conduct effective discovery calls to identify and unlock business challenges that Outreach solves.
Demonstrate how the Outreach platform provides a tailored solution to a prospect's key outcomes they are trying to achieve.
Partner effectively with internal resources to drive and close business, effectively navigating team members across go-to-market, as well as finance and leadership.
Negotiate contracts with cross-functional teams including C-suite, finance, procurement, and technical teams.
Understand prospect's needs to develop accurate scoping and success criteria to position a successful implementation.
Operate with high integrity while adhering to internal processes and sales methodologies.

At least five years of sales lifecycle management experience, preferably in a SaaS environment
Proven experience in selling disruptive, complex solutions into medium to large organisations
Proven experience in selling into accounts through a top down executive motion
Ability to manage and navigate sales cycles up to 6 months with contract values that do not exceed $100k
Experience managing both inbound and outbound pipelines, with the ability to self-source new opportunities independently
Ability to build and cultivate strong, trusting relationships and partnerships, both internally and externally
Knowledge of the MEDDPICC Sales Methodology and experience applying and using this framework for successful sales
Strong pipeline management skills
Strong negotiation skills
Effective communication skills, both written and verbal, with the ability to tailor messaging appropriately for the audience
Executive presence and interpersonal skills
Strong business and financial acumen to be able to showcase metrics and potential ROI
Team player with a high sense of drive and initiative to keep opportunities moving forward to create a winning culture

25 days holiday + 8 bank holidays
Outreach contributes with monthly contribution towards your pension
Private medical care for employee and spouse/family with Program Health Plus
Cashplan is offered through Medicash to help offset out of pocket medical related expenses
Dental coverage
Life insurance at 4x annual salary
16 weeks of annual top up maternity leave pay or 8 weeks of fully paid paternity leave
A parental leave program that includes not just extended time off but options for a paid night nurse
Opportunity to be part of company success via equity program
Diversity and inclusion programs that promote employee resource groups like OWN+ (Outreach Women's Network), Adelante (Latinx community), OBX (Outreach Black Connection), Mosaic (AAPI community), Pride (LGBTQIA+), Gender+, Disability Community, and Veterans/Military
Employee referral bonuses to encourage the addition of great new people to the team